SDRs Have a Pipeline Too & And It’s a Lagging Indicator

Have you ever noticed your meetings suddenly dry up? By the time you realize it, it’s already too late. The real problem started weeks ago.

An SDR’s pipeline is a lagging indicator (unlike an AE’s) if you’re not tracking the right inputs daily, you’re flying blind.

Common Pipeline Pitfalls

• Were you making enough quality cold calls, or were you just checking the box?

• Were your emails targeted and personalized, or just another generic sequence sent into the void?

• Did you follow up with the “not yets,” or did you let them slip away?

Your lack of pipeline today is the result of activity or strategic gaps yesterday.

How to Stay Ahead

Instead of reacting when pipeline vanishes, focus on the leading indicators that drive results:

1. Track Your Daily Inputs

   • Connects per day: Are you actually talking to prospects, or just making dials?

   • Quality conversations: Are you getting past the first few seconds, or getting shut down?

   • Follow-ups: Are you staying top of mind with the “not yet” crowd?

   • Personalization efforts: Are you standing out, or blending in?

2. Understand Your SDR Math

   • Do you know how many activities it takes to hit your meeting quota?

   • How many conversations lead to a demo?

   • How many demos convert into opportunities?

   • Small improvements in each stage of your funnel can make a big difference.

3. Build a System for Follow-Ups

   • No one books a meeting on the first try. Are you consistently following up?

   • Leverage multiple touchpoints: calls, emails, LinkedIn, video messages.

   • Keep track of past responses and re-engage at the right time.

Bottom Line

A healthy pipeline isn’t about what you do today—it’s about the consistent effort you put in weeks ago. Don’t let a dry pipeline catch you off guard.

Key Takeaways:

• Track your daily inputs - connects, conversations, and follow-ups matter.

• Know your SDR math - so you can improve conversion rates at each stage.

• Build a follow-up system - to stay on top of prospects who aren’t ready yet.

Stay proactive, stay disciplined, and you’ll never wake up to an empty calendar again.